We all know people whose lives would be immensely better if they would just ask a tough question.
This kind of “question avoidance” happens all the time. They don’t ask the questions because they’re afraid of the answer. They suspect that they’re going to get bad news, so they keep putting it off as long as possible so they can extend the fantasy they have that everything is okay. If they ask the question and get the bad news they suspect is coming, it will pop the bubble of denial that they’re living in.
Estate agents do this all the time. They shy away from asking tough questions because they’re afraid of the answers. They don’t ask buyers if they’re working with other agents. They don’t ask sellers if they’re prepared to sign contracts at an appointment. They don’t ask clients whether they would be willing to write testimonials. You MUST ask those questions, even if they’re uncomfortable for you.
Indeed, it’s the very fact that you’re afraid of the answer should alert you to your need to ask the question. You absolutely must know whether this buyer that you’re schlepping around all day is stepping out with other agents. You definitely need to know if the seller is serious about signing a contract and you certainly want to know whether your client is happy with their experience with you.
It’s bad enough when people shy away from confrontations in their personal lives. You can’t do it in your professional life. Living in denial is no way to live.
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